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Investor PresentationQ2 2017 Financial ResultsAugust-September 2017
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This presentation contains “forward-looking” statements that are based on our management’s beliefs and assumptions and on information currently available to
management. Forward-looking statements include information concerning our possible or assumed future results of operations, business strategies, financing plans,
projections, competitive position, industry environment, potential growth opportunities, potential market opportunities and the effects of competition.
Forward-looking statements include all statements that are not historical facts and can be identified by terms such as “anticipates,” “believes,” “could,” “seeks,”
“estimates,” “intends,” “may,” “plans,” “potential,” “predicts,” “projects,” “should,” “will,” “would” or similar expressions and the negatives of those terms. Forward-looking
statements involve known and unknown risks, uncertainties and other factors that may cause our actual results, performance or achievements to be materially different
from any future results, performance or achievements expressed or implied by the forward-looking statements. Forward-looking statements represent our
management’s beliefs and assumptions only as of the date of this presentation. You should read the Company’s most recent Annual Report on Form 10-K filed on
March 1, 2017, including the Risk Factors set forth therein and the exhibits thereto, completely and with the understanding that our actual future results may be
materially different from what we expect. Except as required by law, we assume no obligation to update these forward-looking statements publicly, or to update the
reasons actual results could differ materially from those anticipated in the forward-looking statements, even if new information becomes available in the future.
This presentation includes certain non-GAAP financial measures as defined by SEC rules. As required by Regulation G, we have provided a reconciliation of those
measures to the most directly comparable GAAP measures, which is available in the Appendix slides.
Safe harbor statement
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Large market opportunity• Commerce Marketing is at the junction
of commerce, CRM and digital marketing
Strong competitive moats• Technology, scale and network effects, openness and pooled assets
Clear strategy• Build the highest performing and open
commerce marketing ecosystem
Investment summary
Proven track-record• Strong client growth while maintaining 90% retention
• Exceeded expectations for 15 consecutive quarter
Attractive financial profile• Strong growth, increasing profitability and cash flow
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Commerce Marketing is the category of marketing that directly drives sales and profits,
unlike other forms of marketing that rely on objectives such as awareness, reach and engagement.
We are the leader in Commerce Marketing
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Global Retail Commerce1: $23,350B
includingGlobal ecommerce: $2,900B
2017-2021 CAGR: 16%
Global CRM 2017 market2: $39B
2017-2021 CAGR: 14%
Global Digital Marketing1: $224B2017-2021 CAGR: 13%
Commerce Marketing is at the junction of three massive opportunities
Commerce Marketing
Commerce CRM
Digital Marketing
Sources: 1) eMarketer, June 2017. Global Retail Commerce and ecommerce include Retail and Travel sales2) Gartner, Forecast: Enterprise Software Markets, Worldwide, 2014-2021, 3Q17 Update, Published 09/25/2017, ID G00323033, Table 1-1
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Our Vision
• Build the highest performing and open commerce marketing ecosystem
• Connect shoppers to the things they need and love
• Deliver performance at scale to the retailers and brands who participate in the ecosystem
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Commerce marketing is deeply rooted in our DNA
Machine-learning Technology Performance
Scale Global
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Brands
Publishers
Shopper~1,000Brands
15,000+Retailers& Commerce
Thousands of Publishers
Relevance
Sales
4xShopper
Engagement
$27B+Annual
Post-Click Sales
$550B+Annual commerce sales
1.2B+Active shoppersmonthly
Retailers & Commerce
We are building the Criteo Commerce Marketing Ecosystem
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Four key pillars support our Commerce Marketing Ecosystem
Data
Technology
Scale
Pooled Assets
• Actionable data: granular shopper intent and purchase history
• Technology: integrated commerce marketing technology optimized to drive sales and profits
• Scale: maximizing performance and reach across the shopper’s online journey
• Pooled assets: built through collaboration and data sharing among participants in our ecosystem
A level playing field for retailers and brands requires collaboration in an open ecosystem
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Acquirenew clients
Re-engageinactive customers
Convertactive shoppers
MeasurementConversion and sales across channels
Identity/DeviceReliable matching of cross-device, same-device, and online/offline IDs
Interest/ProductFresh signals of shopper interest across offerings
Products
Shopperdata
Dataprinciples
Marketing objectives
OpenTwo-way exchange of data
TransparentClear permission-based usage
SecureHighest data security and privacy
FairValue gained exceeds contribution
Criteo Predictive Search Criteo Audience Match BETA
Criteo Predictive Search
Criteo Dynamic Retargeting
Criteo Sponsored Products
Privacy by Design
Product Recommendation Predictive Bidding Kinetic DesignUniversal Match
CRITEO ENGINECoreTechnology
We have a broad set of solutions to deliver performance across the shopper journey
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Trusted partner• No competing business agendas
• Our success is fully aligned with marketers’
Openness• Access to 90%+ commerce activity
• Transparent data usage and reporting
• Enriched data shared back into marketers’ systems
Performance at scale• Integrated, purpose-built technology
• Massive reach across media and retailers
• Machine learning on $550B+ commerce sales
and 600TB daily shopper data
Why do marketers work with Criteo?
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1 On average over the last four quarters through Q2 2017, Criteo Dynamic Retargeting only2 Last four quarters to Q2 2017; Criteo Dynamic Retargeting only3 On average over the last 24 quarters through Q2 2017; Criteo Dynamic Retargeting only4 On average over the last four quarters through Q2 2017. Criteo Dynamic Retargeting only: Represents uncapped budgets of our clients, which are either contractually uncapped or so large that the budget constraint does not restrict ad buys
83%Direct relationships
with clients2
960Net client additions
per quarter1
90%Client retention rate3
78%Of Revenue ex-TAC from
uncapped budgets4
Differentiated in Marketing
Attractive Direct
Sticky Elastic Demand
Our business model has unique attributes
13* 16,370 clients at the end of Q2 2017
over 16,000 clients*
CommerceRetail, Travel and Classifieds
Brands
Direct relationships with many premium commerce and brands clients
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Preferred access to premium media inventory
We partner directly with large high-quality publishers worldwide
Preferred access to retailer inventory
All major public exchanges, global and local
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Our competitive moats are difficult to replicate
Core Technology
Scale & Network Effects
Openness & Pooled Assets
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Our growth strategy is based on two strong pillars
Grow the ecosystemExpand our partner base1 Increase value
to clients & partners2
• Enhance core technology
• Broaden publisher inventory supply across media and retailers
• Grow midmarket business worldwide• Leverage our powerful pooled assets
Criteo User Device Graph Criteo Shopper Product GraphCriteo Measurement Network
• Expand core business worldwide
• Upsell new products
• Scale and drive international expansion of Criteo Sponsored Products
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Real-time use of actionable data on granular shopper intent and purchase history is the foundation of all new product investments
Marketing objectives
Shopping environments
Our large scale and open ecosystem allows us to build pooled assets through data sharing among participants:Criteo User Device Graph, Criteo Shopper Product Graph and Criteo Measurement Network
• Criteo Audience Match BETA *
• App Install*
• CRM onboarding*
Acquisition & customer re-engagement
Omnichannel marketing
And we continue to invest in growth areas in commerce marketing
Media • Video*Incremental inventory
* Prospective
• Store-to-webretargeting*
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• Grew Revenue ex-TAC 34%1 to $220 million and Adj. EBITDA 42%1 to $54 million
• Added 950 net clients in Q2 to >16,000 and maintained client retention at 90%
• Accelerated same-client Revenue ex-TAC growth to 17%1,2
• Grew Criteo employees 29% to 2,700 across 30 offices worldwide
• Continued to innovate core technology: Engine improvements, Criteo User Device Graph
• Launched Criteo Direct Bidder, already connected to 450 large publishers worldwide
• Video format deployed with 1,000 clients
• Tested new product initiatives: app installs, CRM onboarding and store-to-web retargeting
1 At constant currency2 Dynamic Retargeting only
Q2 2017: another great quarter for Criteo
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0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
* At constant currency
7,832 8,564 9,29010,198 10,962
11,87412,882
14,47115,423
16,370
Q1 2015 Q2 2015 Q3 2015 Q4 2015 Q1 2016 Q2 2016 Q3 2016 Q4 2016 Q1 2017 Q2 2017
90%client retention rate
950clients added in Q2
Client Retention Rate
We continue to add many clients while maintaining high retention
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Q2 2017 Revenue ex-TAC Growth*
APACAMERICASAmericas
38%
EMEA39%
APAC23%
+39%EMEA
+32% +32%
Q2 2017 Revenue ex-TAC
by Region
Strong execution across all regions
* At constant currency
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REVENUE EX-TAC ($M) ADJUSTED EBITDA ($M) FREE CASH FLOW ($M)
+34%* +42%* +$37M
166
220
0
50
100
150
200
250
Q2 2016 Q2 2017
-3
33
-10
0
10
20
30
40
50
Q2 2016 Q2 2017
39
54
0
25
50
75
100
125
Q2 2016 Q2 2017
Rapid profitable growth and strong cash flow
* At constant currency
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* Other cost of revenue and operating expenses are expressed on a Non-GAAP basis, which excludes the impact of equity awards compensation expense, pension service costs, restructuring costs, depreciation and amortization, acquisition-related costs and deferred price consideration. ** As a % of Revenue
As a % of Revenue ex-TAC FY 2013 FY 2014
Revenue ex-TAC 100% 100%
Other cost of Revenue* 7.9% 6.6%
Gross margin 92.1% 93.4%
R&D* 14.9% 12.5%
S&O* 43.6% 39.9%
G&A* 16.0% 15.1%
Adj. EBITDA 17.5% 26.0%
Revenue ex-TAC margin** 40.3% 40.8%
FY 2015
100%
6.1%
93.9%
13.5%
39.8%
13.8%
26.8%
40.4%
FY 2016 LTM to Q2 2016
LTM to Q2 2017
100% 100% 100%
6.4% 6.3% 7.1%
93.6% 93.7% 92.9%
14.2% 14.4% 14.8%
35.3% 37.3% 36.0%
13.2% 13.8% 12.4%
30.8% 28.3% 29.7%
40.6% 40.5% 40.6%
Proven strong operating leverage
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1. Continue to innovate on our core product and drive worldwide expansion
2. Scale Criteo Sponsored Products across existing and new markets and integrate it with the Criteo technology
3. Continue to assess market potential for Criteo Predictive Search
4. Build and leverage our pooled assets – Criteo User Device Graph, Criteo Shopper Product Graph, Criteo Measurement Network – to benefit our entire ecosystem
5. Develop, test and launch compelling new products such as app installs, CRM onboarding for brands and retailers, and store-to-web retargeting campaigns
We have a clear set of operating priorities for H2 2017
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Large market opportunity• Commerce Marketing is at the junction
of commerce, CRM and digital marketing
Strong competitive moats• Technology, scale and network effects, openness and pooled assets
Clear strategy• Build the highest performing and open
commerce marketing ecosystem
Investment summary
Proven track-record• Strong client growth while maintaining 90% retention
• Exceeded expectations for 15 consecutive quarter
Attractive financial profile• Strong growth, increasing profitability and cash flow
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Appendices
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($ in thousands) 2014 2015 2016
Revenue 988,249 1,323,169 1,799,146
Less: Traffic acquisition costs 585,492 789,152 1,068,911
Revenue ex-TAC 402,757 534,017 730,235
($ in thousands) Q2’14 Q3’14 Q4’14 Q1’15 Q2’15 Q3’15 Q4’15 Q1’16 Q2’16 Q3’16 Q4’16 Q1’17 Q2’17
Revenue 226,633 258,245 294,489 294,172 299,306 332,674 397,018 401,253 407,201 423,867 566,825 516,667 542,022
Less: Traffic acquisition costs 134,751 155,237 172,538 175,888 177,239 198,970 237,056 238,755 240,969 247,310 341,877 306,693 322,200
Revenue ex-TAC 91,882 103,008 121,951 118,284 122,067 133,704 159,962 162,498 166,232 176,557 224,948 209,974 219,822
Revenue ex-TAC reconciliation
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($ in thousands) Q3’14 Q4’14 Q1’15 Q2’15 Q3’15 Q4’15 Q1’16 Q2’16 Q3’16 Q4’16 Q1’17 Q2’17 2014 2015 2016
Net income 15,439 22,893 13,617 3,929 5,793 38,938 18,527 13,339 14,724 40,740 14,518 7,505 46,896 62,276 87,329
Adjustments:
Financial (income)expense (7,502) (1,473) (3,920) 2,546 6,650 (735) 1,317 94 570 (1,435) 2,333 2,094 (11,390) 4,541 546
Provision for incomeTaxes 4,205 4,118 7,143 1,365 5,388 (4,378) 7,944 4,450 7,574 13,161 4,201 3,665 17,578 9,517 33,129
Equity awardscompensation expense 5,754 6,142 6,317 5,325 4,600 7,748 8,370 7,695 13,965 13,229 14,940 14,918 19,601 23,989 43,259
Pension service costs 125 129 112 110 110 109 129 131 132 133 290 299 504 441 524
Depreciation andamortization expense 8,256 9,001 8,428 10,278 11,892 13,967 12,516 13,300 14,771 16,190 20,167 22,306 31,213 44,565 56,779
Acquisition-relatedcosts - - - - - - - 148 1,793 980 6 - - - 2,921
Acquisition-relateddeferred priceconsideration
128 110 109 115 54 (2,172) 40 44 3 (3) - - 950 (1,894) 85
Restructuring - - - - - - - - - - - 3,299 - - -
Total net adjustments 10,966 18,027 18,189 19,739 28,694 14,539 30,316 25,862 38,808 42,255 41,936 46,581 58,456 81,159 137,243
Adjusted EBITDA 26,405 40,920 31,806 23,668 34,487 53,477 48,843 39,201 53,532 82,995 56,454 54,086 105,352 143,435 224,572
Adjusted EBITDA reconciliation
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($ in thousands) Q2 2016 Q2 2017
CASH FROM OPERATING ACTIVITIES 19,274 60,491
Acquisition of intangible assets, property, plant and equipment (25,564) (30,008)
Change in accounts payable related to intangible assets, property, plant and equipment 3,178 2,953
FREE CASH FLOW (3,112) 33,436
Free Cash Flow reconciliation
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IR contacts
Edouard LassalleVP, Head of Investor Relations32, rue Blanche75009 Paris+ 33 1 7621 [email protected]
Friederike EdelmannDirector, Investor Relations387 Park Ave South, 12th FloorNew York, NY 10016+1 917 837 8617 [email protected]
ir.criteo.com